Selling software-as-a-service (SaaS) focuses on the advantages of cloud-based subscription models versus large, perpetual software license purchases and on-premise installations. Buyers gain agility but must adapt to ongoing payments versus one-time capital expenditures.
SaaS selling emphasizes seamless, rapid deployments, mobile access, continuous updates, scalable usage tiers, total cost of ownership advantages, and flexible contract terms. Customer success and renewals take on increased importance given recurring revenue models.
Developing repeatable, scalable sales processes and training is essential for successful SaaS providers. Transitioning clients away from legacy mindsets presents hurdles that consultative sales approaches can overcome through change management guidance. Well-executed SaaS selling delivers substantial growth and retention.